Account Director, Intelligence Community

Recorded Future, Inc.; Washington; Remote; USD 123,000 - 184,000; Full time

Benefits offered by this job

Medical, dental, vision

401K

Equity

Remote-friendly

Job summary

Recorded Future is seeking an Account Director who thrives on winning new business across the U.S. Intelligence Community.

With an established customer base, this senior, quota-carrying role is focused on deepening our IC presence while developing new opportunities. You will own renewals and expansion, build multi-threaded relationships across IC agencies and programs, manage the full sales cycle end-to-end, and coordinate with Sales Engineers and cross-functional teams to tailor solutions that

Qualifications

• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers.
• Proven success selling into IC agencies with established relationships.
• Land-and-expand strategy with prospecting, development, and closing complex opportunities.
• Experience growing IC accounts across teams, programs, and mission use cases.
• Ability to navigate complex buying groups and influence stakeholders.
• Strong consultative selling, discovery, negotiation, and relationship-building skills.
• Experience owning IC sales cycles with knowledge of federal funding and procurement processes.

Responsibilities

• Identify, develop, and close new business opportunities across the IC.
• Develop and execute strategic territory and account plans.
• Build multi-threaded relationships across IC organizations and engage senior stakeholders.
• Own renewals and drive expansion, upsell, and cross-sell within existing accounts.
• Proactively identify customer risk and reinforce value of solutions.
• Manage full sales cycle end-to-end, including contracting and funding cycles.
• Partner with Sales Engineers and internal teams to tailor solutions.
• Maintain accurate territory plans, qualified pipeline, and forecasts in Salesforce and Clari.

Skills

Federal sales

New business development

Account planning

Stakeholder management

Negotiation

Consultative selling

Pipeline development

Tools

Salesforce

Clari

Job description

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world's most advanced, and largest, intelligence company!

Recorded Future is looking for an Account Director who thrives on winning new business across the U.S. Intelligence Community (IC). With an established customer base, this is an opportunity to deepen our presence within individual IC agencies and programs while developing new business.

The ideal candidate combines a new-business mindset with strategic account growth skills, building relationships that connect Recorded Future’s intelligence capabilities to agency missions and priorities. This senior, quota-carrying role owns renewals, upsells, and expansion alongside new business. Final account alignment will be informed by the hire’s IC agency experience and relationships.

What You’ll Do

• Identify, develop, and close new business opportunities across the IC, building relationships with cybersecurity, intelligence, mission, IT, procurement, and executive stakeholders.
• Develop and execute strategic territory and account plans, identifying whitespace, new use cases, and opportunities to expand Recorded Future’s footprint within IC agencies and programs.
• Build multi-threaded relationships across complex IC organizations and engage stakeholders at multiple levels, including senior executives.
• Own renewals and drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships.
• Proactively identify customer risk and reinforce the mission and operational value of Recorded Future’s solutions.
• Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to IC mission priorities.
• Manage the full sales cycle end-to-end, from prospecting and discovery through negotiation and close, navigating federal funding cycles, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
• Partner closely with Sales Engineers and internal teams, including Technical Account Managers, BDRs, Channel, and Field Marketing, to develop tailored solutions and progress complex opportunities.
• Maintain accurate territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari, applying MEDDPICC and balancing new-business pipeline generation, account retention, and expansion growth.

What You’ll Bring

• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community, with a track record of creating pipeline and meeting or exceeding quota.
• Demonstrated success selling into one or more major IC agencies, such as CIA, NSA, NRO, NGA, DIA, or FBI, with established agency, program, and partner relationships.
• Proven success driving new business development through a land-and-expand strategy, including prospecting, developing, and closing complex opportunities within IC agencies and programs.
• Experience managing and growing IC accounts, identifying whitespace and expansion opportunities across teams, programs, and mission use cases.
• Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders within IC organizations.
• Strong consultative selling, discovery, negotiation, and relationship-building skills, with the ability to translate technical capabilities into mission and operational value.
• Experience owning complex IC sales cycles, with strong knowledge of federal funding, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
• Ability to balance new-business generation and long-term strategic growth, supported by disciplined qualification, account planning, and forecasting in Salesforce and Clari or comparable platforms.
• Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider.

The base salary range for this full-time position is $123,000 - $184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.

#LI-Remote

We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.

If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at [e-mail].

Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.

Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.

Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.

Recorded Future maintains a drug-free workplace.

Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address.